Post on 15-May-2015
description
www.intouchcrm.com
The Simple 5 Step Sales Pipeline which will help Secure New Business
James White – Founder & Small Business Champion
July 2014
The Pipeline is key because…….
How do you get new customerss?
Do you start at A and hopefor the best?
How do you get new customers?
Do you hope you will be in the rightplace at the right
time?
How do you get new customers?
Do you put your business success to chance?
Or why not take a Systematic approach
A sales pipeline is a systematic approach
to selling a product or service.
We believe thereare 5 key stages
to gaining a customer
The trick for the seller is to match the buyer!
The Sales Funnel – The Sellers & Buyers
• Mediums • SEO/SEM, • Online
advertising, • Social media• Content
marketing
• Metrics• Clicks• Page Views• New Visits
Show Interest / Attract
• Head• Reviewing
options• Be easy to
find• Need to build
knowledge
• Heart• Looking for a
ohh• What it can
do for me?• Initial
attraction
Buyer Seller
Attract Potential Customers – 1
Engage
• Mediums• Webpage• Sign up forms• Facebook forms• Draw entry
cards• Referral cards• Reviews
• Metrics• Landing
page• Time on site• Pages per
view
Seller
• Head• Realistic
option?• Looking for
experience• Looking for
other customer views
• Heart• Tell me a story• Understand
me
Buyer
Engaging Potential Customers - 2
Nurture
• Medium• CRM• Email• Video• Social Media• Deliver value,
insight, educate• Include ‘calls to
action’
• Metrics • Downloads• Plays• Visits• Goals• Opens/Clicks
Seller
• Head• Clear
differentiator• How could it
be delivered?• What is the
risk
• Heart• I remember
them!• Others trust
them• Their helpful
Buyer
Nurture Potential Customers - 3
Transact
• Medium- On-line?
Ecommerce- Off-line? face to
face or phone- Email- Granular offer,
various price points
• Metrics• Assessments• Phone calls• Conversions• Track where
and how & when
Seller• Head
• Cost• Support• Ease of
transaction• Get out
options
• Heart• Don’t make
me just another lead
• Do what you say you will
• Give me a ‘wow’ reason to buy
Buyer
Transact Potential Customers - 4
Transact Potential Customers - 4
Deliver
• Medium• Automated
process• Referral
scheme• Surveys• Case studies
• Metrics• Reviews• Comments• Survey
responses• Tweets
Seller
• Head• What’s my
next issue• When will x be
live• What is the
support process?
• Heart• Thank
goodness• Re-convince
me I’ve done the right thing
• Make me smile
Buyer
Deliver to new customers - 5
How we are improving InTouch - Pipeline
How we are improving InTouch - Pipeline
www.intouchcrm.com
The Route to Success
Good Habits
Business Success
Good People(i.e. You!)
Good Systems
www.intouchcrm.com
Don’t be left wearing the T Shirt
www.intouchcrm.com
Thanks for listening & good luck!Contact us with any questions you have
@jijwhiteuk.linkedin.com/in/jijwhite
www.intouchcrm.com